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T H E M A R K E T S p o t l i g h t
PHOTOGRAPH:
COURTESY
OF
DOUGLAS
ELLIMAN
R
achelle Rosten and Kelly deLaat have
specialized in the marketing and sales
of trust, probate and conservatorship
properties throughout Southern California for
more than 15 years. Now they are bringing their
expertise in the area to Douglas Elliman, teaming
together to launch their Master Trust & Probate
Division model at the California brokerage to
build on the real estate firm's long history of
working with high-net-worth individuals.
"We originally created the division
to meet the unique challenges of trust,
conservatorship and probate real proper
sales," says Rosten, who serves as executive
director of the new El Camino-based division
with deLaat; Peter Hernandez, president of
brokerage, California; and Sharran Srivatsaa,
president of brokerage, Western Region. "We
recognized that these pes of transactions
should be handled very differently than
standard sales, so we offer trustees the
specialized skills required to navigate
these complex transactions, along with the
marketing expertise needed to maximize and
optimize the value of these properties."
How does it work? e highly specialized real
estate marketing model uses an accelerated
sale process to stimulate significant interest in a
trust, conservatorship or probate real proper
sale and to generate multiple offers and higher-
than-market value sale prices. A custom action
plan for each individual proper includes
a tight and targeted market period, strategic
pricing and deal-specific buyer instructions
based on the needs of the estate and fiduciary,
ranging from a rigorous institutional protocol,
to a professional executor model, to a friends
and family program. Among the clientele:
Fortune 50 and top financial institutions, as
well as lawyers, CPAs, financial managers and
private parties.
Expect the new division to continue
handling all pes of residential properties,
including grand estates, small condos, and
income properties such as small apartment
buildings. Some of Rosten and deLaat's
favorite transactions of 2017: the Bradbury
House at 102 Ocean Way ($12 million); a Hal
Levitt Mid-century modern at 1655 Carla
Ridge in Trousdale Estates ($8 million); side-
by-side ocean view houses at 535 and 539
Radcliffe avenues in Pacific Palisades ($5.050
million); and a Spanish Colonial Revival
home at 401 Mesa Road, built by Frank Bundy
for his daughter as a part of original Bundy
Ranch, on the market for the first time since
1928 ($4.5 million).
"While any licensed real estate professional
can handle trust, probate and conservatorship
sales, there are innumerable nuances and
technicalities that can create minefields for
agents unfamiliar with the legal process," says
deLaat. "We are an elite division of real estate
professionals. Our objective is to maximize
the value of these properties and provide best
fiduciary protection utilizing our technical
expertise and focused marketing skills
commanding superior results."
Going forward, look for the executive team
to continue growing the division throughout
California, with expansion set for New York,
Florida and nationwide. Says Rosten, "We
anticipate becoming the national go-to resource
in estate settlement when a fiduciary is selling a
trust, probate or conservatorship proper."
INDUSTRY VETS BRING AN ARRAY OF EXPERTISE IN THE
PROBATE FIELD TO DOUGLAS ELLIMAN REAL ESTATE
WRITTEN BY WENDY BOWMAN
MAXIMUM VALUE
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